From Rock Bottom to $1 Billion Under Management | Chris Christofi

What does it take to lead with joy, grit, and zero ego—even when life tries to crush you?

Chris Christofi has built an empire from the ground up. But it’s not the hustle that defines him—it’s the heart. In this episode of Naked at the Top, Chris shares how being fired, losing it all, and even getting banned from motorcycles taught him everything he needed to know about leadership, humility, and human connection.

This conversation dives into what culture really means (hint: it’s not ping pong tables), how trust changes everything, and why fun isn’t just a bonus—it’s necessary for performance. Chris tells raw, hilarious, and inspiring stories from his journey, including being recognised by a homeless man, cleaning his own office mess, and the unexpected legacy that now guides his every move.

If you're a founder, a people leader, or someone who’s trying to build something real—you need this episode. It’s a roadmap for leading with both steel and softness. And it will make you laugh, think, and maybe even change how you show up at work.

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Transcript

Aleyx: 0:33

Hello, and welcome to Naked At the Top. Today's guest is someone who leads with heart hustle and a big dose of humanity. Chris Christofi is the founder and CEO of Reventon. He's an author, a podcaster, and a man who's raised over a million to combat homelessness through Vinnie's, CEO sleep out and more. He's built a business that helps Australians create wealth. But what stands out most is how he shows up as a dad, a giver, and someone who gen genuinely wants others to win. Chris, welcome to Naked At the Top.

Chris: 1:06

Thank you very much for having me.

Aleyx: 1:08

before we jump into the interview, Chris, I've just got to know what does'Serenity now' mean?

Chris: 1:15

I'm a massive, Seinfeld fan. So Frank Castanza yells at all the time when he's having, with his wife or his son. So ready me now. So we've got two buttons in the office, so if someone's having a tough time, they press the button. Seinfeld reference is the short answer.

Aleyx: 1:35

I love that. Yes. I, I spoke to, Hailey before we interviewed and yeah, she told me all about Seinfeld. So I thought I'll just, I'll open with that one. I haven't watched it myself, but I love that you had that buzzer there. It's almost like we planned it and we absolutely didn't.

Chris: 1:53

I've got another one in their office as well. at the top there on the booth. So there's a lot of Seinfeld references. We've got a Seinfeld poster in the kitchen, which a client of mine and also a dear friend of mine. me, there's a lot of Seinfeld stuff here.

Aleyx: 2:08

Love it. Love it. Can you just gimme a quick rundown of your business and what you do?

Chris: 2:15

I started at residential real estate and our vision was to create the number one choice for Australians looking at creating, building, and protecting their wealth for now and generations to come through property investment. the company was launched from my parents' living room. the 21st of March, 2005. So we celebrated our 20 years of business this year.

Aleyx: 2:35

Congrats.

Chris: 2:36

Our vision was realised that we are a fully integrated financial services company. We offer property services, both new build buys, advocacy. also do residential lending. We do financial planning, accounting, and property management. So we've fully integrated across all platforms. We've been very fortunate. We've helped over 10,000 clients, of which three and half thousand have purchased property. we're very, proud of that. We've done over$3.5 billion worth of sales. Got over$1 billion under management, featuring over 120 publications, over 505 star Google reviews, one over 50 industry awards. So we're very, proud of our legacy and our tenure in this game, we continue to grow. We continue to evolve. We always approach it as we're students, so we're trying to get better and better because our clients deserve. The best knowledge, the most UpToDate research, and we're always learning better and better things. And also I wrote a lot about that. I wrote a book, which was an Amazon bestseller, path to Wealth Brick by Brick, which was I wanted to give people all the knowledge that we've learnt over all those transactions so they can buy property safely and secure and really build their wealth.

Aleyx: 3:50

Amazing. It's very impressive, everything that you've done over the last 20 years, and congratulations on, your 20 year anniversary. What, as somebody who's, I'm just in my second year of business now. What, would be, a key piece of advice you'd give to someone who's, just started out on their journey?

Chris: 4:08

Have fun. Or quit. Offer your team clarity. your challenges don't go away. They get bigger, but you also get stronger, you get better. So just keep evolving and yourself with good people. So I've always had great mentors around me. I. And I just love what I do. It's like I'm, it's like day one for me. I've done over a hundred thousand hours in real estate and wealth creation. Let's say it takes 10,000 hours to master any skill or craft. done over a hundred thousand, but I feel like I'm still learning every day. I love what I do. Just enjoy it. It's always, when things are tough. Just remember, that's what you signed up for. That's where you're gonna grow. That's where your opportunity lies. And. I, love what I do. I'm very fortunate to wake up and do 12, 15, 18 hours days, six days a week, and still enjoy it and love it.

Aleyx: 5:03

Wow. Yeah, it's, it, is so important to, to love what you do and, to have fun. I think that. That's really important. And I don't think everyone, does have fun in business, if we can do it with a smile on her face, it, makes it a bit easier. so yeah, I spoke to a few people before I interviewed you and I just wanna. Give a few quotes. So Haley said he literally cares about the person he's dealing with, whether he is selling property or working with the charity. He puts people first. And your brother Zen said he is gone through different phases in leadership, constantly evolving, always learning, and always asking, which is just very similar to what you just said there. So how would you describe your leadership style today?

Chris: 5:50

look, I think that's a very good synopsis of my leadership style. I'm very curious as a leader. And I'm always wanting to learn more. I feel it's my obligation to my team, to my clients, to my community, and to myself to always be getting better. And I think if you approach everything with the lens that I wanna learn, I. How this works and operates better. So you're asking questions to understand, not to respond. You are actively listening now. It's something that I've always been very good at. Being curious. I'm getting a lot better as I'm mature. I'm turning 46 this year at listening more and being able to be more strategic with my approach. But the curiosity was always there. I think that's a fundamental. aspect of my leadership. I don't micromanage my team. I don't like, people telling me what to do. So I don't like to tell people what to do. I like to collaborate and work with my team and understand their points of view. Let's work it out together and let's see what's gonna work for us, for our team, and how can we best serve our community better? Do this or else kind of guy. I lead by example and I lead how I want to be led with respect, with care, with kindness and humility. So I lead that way. So I think if you speak to any of my team members or colleagues, they'll say that his, he's very collaborative. He's firm, but he's very fair. And yeah, that's what I appreciate in leadership. So I try to embody those straights with my team.

Aleyx: 7:28

Yeah. Yeah. And Haley actually said to me that everyone has a voice and their opinions are respected. So no matter who you are within the organisation, everyone has, a voice. so it sounds like that's a really important part of, the culture you're building there at Reventon.

Chris: 7:46

I think it is important because, why would you hire someone if you don't want to hear their voice? Someone that's been doing something for many, years, or hours and hours, surely they'll have an understanding of that and also. Steve Jobs said, I'm not gonna hire really smart people and tell'em what to do. So you want to use that knowledge and lean into that, and you want to give them guidance and you want to give them clarity, but also I'm learning every day, so miss of me not to be listening to my team members. yeah, it is a very collaborative approach and I hire great people People say, that's not my job role, or That doesn't fit in, or they treat people unequally. My company won't suit them very well. Our culture will not suit them very well. So it's a very collaborative approach and I've never, I never step on people's toes and I don't tell my managers what to do. There was one exception. I was in Mexico. And I received a phone call from someone and we just hired a national manager. Now the person vetted very well. He was very good in interviews, but he went into a meeting and he, belittled one of the team members and he made her cry and he spoke very bad. And I heard about this. I received a phone call in Mexico'cause I have no tolerance for that. spoke to myself and I said, have I ever asked you to do something and been very firm? He said, no. He said, I'm gonna ask you now. Either you walk him out today, fire him, or put him on the phone to me, a decision. He said, of course I'll do it. And we let him go on the spot because even though I was in Mexico that I didn't want that sort of behavior. And especially talking down to a female, nevertheless in front of other people. Now I don't mind having, I don't mind having tough conversations and I'm all for it and I do it all the time. But it's gotta be respectful, it's gotta be kind, and you gotta listen to both parties. Or will I have a tough conversation? I love tough conversations because they're the ones that move the needle in the business. I'm not gonna sugarcoat things. I'm gonna be very firm, but I'm gonna be respectful as well. I'm gonna belittle someone in front of other people. I don't think that shows good leadership. What that shows is insecurity.

Aleyx: 9:55

A hundred percent. Yeah. And I think that's testament to the culture that you're building by doing something about it rather than, glossing over it or, giving them even a second chance. It's, there's a way to have conversations and, that's not, one of them.

Chris: 10:11

second, chances are important. I give second and third chances. But there's certain things that have zero tolerance, and that was one of them. So you know how every business has non-negotiables. My non-negotiables are treating everybody equally. You must be kind to everyone and your job is every job. If I ask you for something, you help.'cause why I do. There's not a job that I won't do. I'll clean the tables, I'll clean the walls on the way up so people walk into a clean environment. I wash dishes here'cause I want people to have a clean environment. You look at the All Blacks. No job. Too small. They mop down after they've finished a rugby game because they're collective. That's a great culture.

Aleyx: 10:54

Yes.

Chris: 10:55

the Navy Seals, the thing that they do the best, which Simon Sinek talks a lot about trust. You wanna high trust culture, and that's what I want to foster here. People that do the little things, they do them well with pride and they have high trust, and all those little things add up to a company that cares, to a company that delivers results and to a company that goes beyond. And that's the kind of work environment that I want to be around. If you spend 40, 50, 60, if you're crazy, you spend more hours at work. Like me, I want to be around people that I love, that I enjoy that, that are, my team members, that are my colleagues. So a lot of when, people are new here, they call me boss and I'll always say, don't use that word. I like colleague. I don't, like the term boss'cause we're all leaders. And those little things play a big difference in a culture.

Aleyx: 11:46

they do. They do. And, on that point, when you say you clean the, you clean the dishes and things. I do. I have heard that you do take the plates and the cups off people's desks and you, wash them up and, you might have a little bit of OCD. Is it, is, this you genuinely wanna help people or is it more the OCD?

Chris: 12:07

It's a hundred percent both, but it's, it's because I want to help people because. I want people to walk into the office and it's clean the next day. I want the clients to walk in and the desks are clean. The mirrors are clean, and if it's good enough for me to do, it's good enough for you to do pick up the dishes and clean up. And I've got four kids, three young daughters, and they'll tell you dad's very clean and he makes us do certain things, but I do them as well. I want my kids to. I think it respects the next person, the OCDs a small part, and you could say, I do have that. I just like things to be tidy, neat and orderly, and I think it shows respect for the next person. I don't like my clients walking into a dirty and it's not wiped down or the chairs are all crooked. It shows the presentation. You know those little one percenters that you think of? Everything like when I've done the dishes, I know when I've done it because everything's straight and everything's even, I can tell. And I remember someone told me, if you do a job, Chris, you should do it to the best of your ability. Do it with pride. And that's as bad as this sounds. That comes down to when I wake up and I've gotta prepare my three daughters for school. And I make a few things. I clean everything before I walk out of the house. People walk in, they go, are people living here? I want my house to always look like that. I want my office to look like that.'cause people walk in and they think. It's considerate. It's nice. You prefer a cleaner office than a dirty one. Would you wanna be picking up glasses before a meeting? But it is a bit of OCD, yes, but it's also respect for the next person. I do things that I want people to do for me.

Aleyx: 13:38

Yeah. And have you noticed, difference? because, you're doing it, more people doing it around the office as well.

Chris: 13:48

I guess so. At times, yes, but I don't really give them the opportunity'cause I do it very quick. But my, my, my PA said, Chris, you gotta stop doing this so often'cause you're the only one that does it. But that's not true. Other people do it as well. It leads by example. I don't, don't tell me what to do. Show me what to do. Leadership to mean Anyone can bark orders. But I remember that I started all the way from the bottom, did every role in here to get this position. I don't take that for granted. I understand what every role means, and I did my best at every position, which is why I think eventually I became a CEO. When I working for someone, I cared about the business like it was my own. I worked like it was my own. So naturally I got promoted to a manager. I was a national manager at the age of 23. At a big company. I was hiring people. We opened four offices, trained hundreds of staff. It was a natural progression. Eventually, I wanted to be a CEO, but I put in the hard work like anyone does. I'm no exception. it's what you need to do.

Aleyx: 14:54

Yeah. Yeah, absolutely. I would do quick gear change now. going to a bit more personal. I spoke, obviously spoke to your brother Zen before this, and he told me and I. Quote that, that"Chris is a bit of a cheeky bastard"!. and he told me, he told me a story about, the, his motorcycle, when you were younger. Could you, tell us that story around your, the, your brother's motorcycle?

Chris: 15:24

I was always cheeky as a kid, so I grew up in Cyprus and back then cyp, you can ride bikes over there, you shouldn't if you're under 16. And I think I was maybe 12 or 13 and he said, make sure you don't grab my motorbike and don't go on the main street. He said, no worries. So when my brother left, I grabbed his motorbike and I had my best friend on the back and I was trying to do a wheelie, but I'm a very bad, and he came and he saw me on one of the main streets. And he lost the absolute go home now. So I went home with my friend was behind us.'cause he wanted to probably bash me and as he was coming up to grab me, I held his bike and I let go of the bike. So I was about to drop. So he grabbed it, had to put his gear stick, so I ran away. Then he started chasing me up the stairs. He went to kick me, he missed me, and then fell on the stairs. fuming his, I think I locked the door and he eventually. Got me and gave me a couple, but I wasn't cheeky. I was a mischievous kid. I used to get in trouble at school all the time because I was never present. I just wanted to work. I snooker selling scratch tickets, making my own money. was a very, I was a boisterous kid. I guess I'd, used to get into trouble a lot.

Aleyx: 16:42

And would you say that cheeky boundary pushing part of you has, stayed with you in business and, helped you?

Chris: 16:48

That's never gonna change. My kids will tell you that I'm very, I'm like a big kid. I take my job and my career extremely serious, and I work relentlessly, but I have a ball doing it. So one of my business mentors, he made a little speech about me on the 20 year anniversary. And he said it's like, I think to equate him something like it was a privilege to work with Chris. It's like some big kid that's very good at business. Something along those lines. And my other mentor said that I'm very curious and he hasn't met someone that's so humble and questions business as much as me without go. And those things were character traits that I had as a kid, that I have as a 45-year-old that I have as a father of four. I'm gonna have till the day I die. I reckon I'll be making fun of my grandkids. God willing. I have grandkids like I'm a kid because it's just who I am. Nature or any business, even when we're dealing through something very stressful, I always stop, smile what is it? And before you say it, we're gonna figure it out.'cause when you smile, it releases endorphins. You're creating a different level of consciousness. And also, if you're gonna deal with an issue, why not do deal with it? With a smile? So every adversity that I deal with, I just, smile and I go, whatever it is, we're gonna figure it out. What's the worst that's gonna happen? And I try to approach business, I approach life like that.

Aleyx: 18:18

And do you think having fun is underrated in, business culture?

Chris: 18:23

for me it's a necessity. I wouldn't want to do it otherwise. What's the point of working 40, 50, 60 hours if you're not having fun? And then you're going home and you've got that negative energy, and then you're just transferring that to your wife and your kids or your partner or your animal. If you've got a dog, a cat, whatever, why would anyone want that? So I'm not saying I don't have bad days. I'm not saying those emotions don't over come me sometimes, but I snap out of it pretty quick. And I do a lot of learning. I do a lot of reading, I do a lot of listening to audio books and a lot of it's around mindset. It's around understanding how to. Regulate your emotions quicker, faster, better, more efficient, NLP, all that kind of stuff. And it's easy when you love something, I guess

Aleyx: 19:09

Yeah. Yeah. how do you have fun with the team? In the office? is there certain things or moments that you, do in the office that keep it fun?

Chris: 19:20

I wouldn't be able to give you one or two. There's so many, they're gone. When we get sales, there's a bunch of buttons. They come and ask me a question. Instead of me responding on my press, whatever it is, there's so many ways we have fun. we do a lot of, we do self-care days once a quarter, which I told the team I want them to take. There's one conditional rule on your self-care day. you must post a photo of yourself or write a line of something. You did it for yourself. No work, talk. When we go to functions, no work, talk just on. Just be present, try to switch off and enjoy your members in a different level. there's not one specific thing, but one of the, I mentioned a bunch of awards we want, we got a great place to work. We got certified for a second year in a row this year and we've got a 96% rating and that's one of that. And our philanthropy work are two of the most happiest and proudest things that I feel I've achieved as a business owner.

Aleyx: 20:28

Yeah. on the philanthropy, I would love to talk about that in, in a bit more detail.'cause you're clearly a very generous guy from, the clients to the charity. she, Haley actually told me that you're the first person to put your hand in your own pocket and, help her client out if, you need to see them succeed. where does this compassion and generosity come from?

Chris: 20:53

I, I've answered it a couple times in the sense I only treat people the way I want to be treated. So I'm in a difficult situation and you've got the ability to help me. I want you to help me. Now works for companies that do similar work, but they're very strict on how they run the company. about money. The decisions made while you sign the contract. Bad luck. I bought a property and I couldn't sell, I lost$106,000 deposit. So I wanted to make sure that none of my clients lose deposits and I can unsell their properties. I know people go through hardship, so if things that I've driven to clients' homes and problem solved a lot of issues. I've flown up to Sydney and dealt with things before because they were important clients. I want be treated. They're not customers. To me, they're clients, but more importantly, they're human beings. So I try to build long-term relationships with people. And when a client buys a property from us, I say, is not where our service ends. It's where our service begins. When a team then believes this organisation, I say, it's not good buys Until next time.'cause I genuinely believe these things. So when a client signs for us, it's a client for life. Now, if you are not happy with us and you go somewhere else and there's an issue with you, I'm still gonna deal with whatever you need. you know when a client's calling up and they're complaining or they want some sort of a reimbursement, I tell my team to treat that like a new lead coming in and you deal with it straight away. Whole issue can escalate quick. But it's also our obligation and our duty to deal with the client's needs. Now, you were there when you were getting a sale. You were there when you wanted to make money. Where are you now? So I want you to be there just as much. So when our clients come in for our six month reviews, or we do our client appreciation dinners, I want our clients to know how special they are to us, where the reason they are, the reason that we are here today, 20 years later, and we appreciate them now. Clients as well that are no longer with us and present and all of our future clients. We have the same ethos because when you run a business and we've got multiple services, there's always challenges that occur. You're dealing with banks, solicitors, builders. our job to fix it. It's our job to say, I might not have the answer, but don't worry, I'm onto it make sure that you are onto it like you said.

Aleyx: 23:15

Yeah. Yeah, I think that's really important.'cause a lot of, a lot of businesses will focus on the client acquisition, and forget about the, client retention. So I think that's, it's amazing to hear how much focus that you and the team do put into that. it's, it's so important. I think not enough businesses have that focus.

Chris: 23:37

two things. Yeah. It's six times more cost effective to keep a client than get a new one. But regardless of that fact, do the right thing. It's gonna, you want to, focus on your bottom line, do the right thing. It's going to indirectly fix your bottom line. Furthermore to that, isn't that why you got in the industry to help clients to make money or to problem solve? If you're gonna disappear when there's an issue? You're not the kind of people I want to have a relationship with long term to build my wealth. So everything that you've said stems down to just treating people the way I want to be treated in a financial services setting, but also as a human to human setting.

Aleyx: 24:17

Yes. Yeah. Yeah. And you obviously you do a lot of work for, charity as well, and particularly, the homeless. can you tell us about the time you gave the homeless guy a$50 note? What was his reaction?

Chris: 24:32

I can't tell you, I do that. I don't walk past any homeless person, not give 50 to a hundred dollars plus I give food and my kids do it as well. some are very taken back. Some you want to, you wanna make sure you make eye contact. It's not about money, it's about. That little bit of hope, that little bit of something. I've been very fortunate in my life to have a lot of great opportunities to have a great family. So when I lost everything, when I was 24 and I was in a debt of 348,000, I had the privilege to be able to move into a beautiful home with two loving parents and three amazing siblings to rebuild what is known today as Reventon. I did not have that opportunity. could have well been homeless as well. So everyone's reaction is very different depending on I. when you see them, I've, so for the last 15, 20 years, every year I'll get five to 10 cards across Christmas in New Year, and my kids will write a note. draw a picture. Miller doesn't, Penelope does, and they put, anywhere from a hundred to$200 in the card. They go buy food and we walk the streets and we give out between one to two cards. But they must stay and speak to the person as well to know who they are. And just give them a little bit of hope. Now, I've had people say, this is the best day of my life. Why? I just got a job last week and now this is happening. Some have taken back some jump and just hug you. but. some of them might seem that they're invisible. And then you've got people that walk past the care and sometimes all you need is a little bit of hope or a little bit of a kickstart because we make the misconception to think it can't be us or it can't happen to us. Let me assure you can happen to anyone. We had people speak that own international. Businesses, second, third generation, homeless people that can't break that cycle. Single females over 55 is the fastest growing cohort. One in four kids under 12. I've got three. Can you imagine two? 6,000 Australian sleep rough every night, seven years in a row. Melbourne was the most livable city in the world, but yet we have a homeless epidemic. How? How is that possible? So Victoria's the fastest growing state when it comes to homelessness. So there's so many ways where we need to raise awareness to then help our fellow human beings and break that cycle. Now, this is obviously a big issue, very, underfunded when it comes to government funding. So as leaders of our community, and it doesn't need, doesn't mean you need to be a CEO. By leaders, kind giving human beings. You can give your time, you can give your money. You could be fortunate, like being able to give both, do something to help someone else. And it's not all about money. It doesn't have to be about money. It could be about time, it could be about respect. It could be walking past. Just give someone a smile, give'em hope, say hello. It's not cost anything, and you never know how that, that can change how people are. So for me, it's a very, big part of what we do as a company and the cultures, our philanthropy work. It drives me and motivates me and inspires me, and it pushes me every day. And all I think of is how can we do more? As in Chris Christofi, Revine and as a community, and I keep thinking of ways to reinvent what we do. So we've done lead with kindness. We just built and donated a house, which we sold for charity for 840,000 I love real estate too, and I can do that. All the gains were tax exempt'cause it was for a charity. Ways. There's different ways we can reengage our minds to help more so. the 19th of June, I'll be doing my eighth mini co sleep out. been an ambassador since, two 18, been seven years. I've been an ambassador. I've been involved for eight, love the work I do for.

Aleyx: 28:27

Yeah, it's fantastic. And it's, I like what you say. It's, often people will just walk past homeless people and not even look at them. just being able to have that, that, that conversation that you never know how that's going to change their day. and being able to just give back to the, community. I think that's, it's amazing that, the work that you're doing. And I think it's very clear that it's not just a one, a once off. the story I was getting at was when I spoke to, Zen, he's clear that you do it a lot because, there's people that, there might be a homeless person that might just shout Chris, down the street at you. And he said this one time.

Chris: 29:11

remember.

Aleyx: 29:12

gave a$50 note and the guy said, oh, you usually give me a hundred, and I thought that was hilarious. When.

Chris: 29:19

remember the story because they stopped me because on chapel, I know most of them on my first name basis, they know my kids and I walked away and Zen goes, oh my God. He goes, only you can make a homeless person entitled like, what are you talking about? He goes, they know you that well. And a lot of the times they'll stop me or I'll talk to them and like I can tell you the name of the person who sits in front of IGA. The ones in front of Cole's, like there's about six to eight of them that I know them personally. But Zen was there that day and he just spun out because the guy had the confidence to chase me. Go, excuse me, Chris, can you gimme another 50 or can you gimme a hundred? And I go, oh. but yeah, we have had people rock up to our office too and ask me for help, which I really don't mind. when you said just walk past and offer that, just always think in the back of your mind. Wouldn't you want someone to smile at you then? Forget the money part. Wouldn't you want to treat you like a human being? Imagine just getting walked past all the time, like you're not non-existent. So it's a very, easy compass to think of from treats people how you want to be treated. Might not be monetary, it might be just smile, whatever, something. Now my kids walk past, they don't walk past people that are homelessness or experiencing homelessness. And not acknowledge it. They see it. They've seen me do it for so long. They get involved in my lead with kindness events as well. And I want my kids to ee that because ultimately your legacy is who your kids are as human beings. What people say about you when you're not in the room. What goes on when you are gone? those silly things we said about keeping something clean. It's a beautiful place when someone does something that's got nothing to do with them. When an old man plants a tree that takes 40 years to grow, but he's never gonna enjoy it, that's a beautiful world that I want to be in because it's a selfless act. Why would a 9-year-old plant a tree that's gonna grow in 40 years?'cause he wants the place to be left a little bit better than what he found it. And I love those stories because they inspire me, they motivate me, and they teach you to try to be a better human being. You said today that we spoke about, they all link into being the same thing, don't they? Yeah. From work to culture, to philanthropy to kids, but the over lining part is, I have a laugh. While doing that, always I'm gonna have fun. I'm gonna be a kid. It doesn't have to be boring running a business or being a father or whatever. If it's crazy, just make it fun.

Aleyx: 31:51

Yeah, exactly, Just be a good human and, smile and have conversations as well. It's like when you were talking there about, not smiling at homeless people. I think it goes even further. I'm noticing now that, often people will walk past when not make eye contact or I'm quite a smiley person, so I just smile everyone as I walk past. But I notice that. Less and less people do it. I was on the train the other day and everyone was like staring at their phone and it, actually makes me feel quite sad when I look at it. I'm like, oh, like coming from a small Scottish town, you usually just have a conversation, but that's becoming less and less now and it's quite sad. Really.

Chris: 32:31

walk into a lift, I count people and 90% will be what I do, which is very odd. But I do it, and I do it for a number of reasons, is when I walk past people, I smile and say, hello, I speak to everyone in the lift. How's your day? And people are shocked. Now what that does is it allows you to have conversations easier. It's the best sales technique you'll ever learn. It teaches you how to converse. So when I walk past people, I smile and say, Hey, how's your day? If I go into a lift, I'll say hello, smile. It actually makes it second nature. And people forgot to do that because they're like this. I see people now walking the streets, crossing the street like this because you can get hit like literally like that. And I'm thinking, wow, you're gonna get run over and you won't even know. But that's the world we're in. But when just say hello to people, it actually, gets you outta your comfort zone if you're a shy and introverted person. And I've taught that technique to many people. And it's helped them in so many ways. Helps your business skills, helps your interpersonal skills, which is gonna be a sellable commodity these days because people are, we're supposed to be so connected, but we've become disconnected now because people forget how to do this, which is the most beautiful thing. Some old fashioned things. I think like this will never go away, will always be the most beautiful. Being able to talk to someone, look in their eyes and have a conversation. It's a beautiful thing.

Aleyx: 34:04

Yeah. Yeah, I think genuine conversations are, really important and one of the reasons I started this podcast because, I think it's great to have more conversations, understand people's stories, and it's amazing what you can learn and you touch there on selling, and I would like to talk to you a bit about selling because I've, your, your brother, Zen told me that you started selling Scratchies at the age of 10, and Hailey told me that you're an incredible salesman. And I quote, she said, you're a freak in sales, but she also said, you're a very honest salesman. and if someone comes in and wants to invest and you don't think it's right for them, you'll be upfront and tell'em What, that level of honesty in sales is rare. Where do you think that comes from and, how important is it to you?

Chris: 34:53

I know I've been given a gift to be able to sell and communicate to people. I'm very fortunate, so I want to make sure that I use it for something that's. That I believe in as a product. So one of my sales abilities is the conviction in what I sell. I have the ability to sell anything. I've done all jobs and I've been very good at them. But I wanna find the product that I believe in, that I can endorse real estate.'cause I live and breathe it. And Haley's known me for 25 years. I've worked with Haley for years. She's amazing. She said, you always were great at selling. And I always believed in myself. The first job I got when I was 19 in real estate, I called up a lady and she goes, how old are you? I said, 19. She goes, you're too young. Don't hang up the phone. Please don't hang up the phone. Let me come in, let, me see the guy and he can say no to my face. Please don't hang up. She goes, you know what? Come in. He's pissed at me. And he goes, what do you think, Chris? And I said, I'll be honest, I don't think this is in commercial residential real estate. I live at home with my parents. If you gimme a chance, I'll be your best guy in three months. The rest was history. But I knew how to sell and I knew that I could work hard. being good at selling is just something that I started as a 10-year-old. I'll speak to everyone selling tickets. So I was very good. So the numbers game, and when I rock up with a smile, guess what you are doing now? You're smiling. You You've got to laugh Hey, I've got three tickets and I'll take one Chris. I go, come on. It's the last two. They're the lucky ones to buy them. Alright. Give me them three, then you'll buy the three. I'll take out my other sheet. He goes, you said they were the last ones. I said of that, Rob, I've got many more in my bag. And I go, so they'll get used to me going around and they'll be going, oh no, Chris is coming. All right, we'll buy the tickets. I just started learning different skills, but it came down to communication. It came down to confidence, which confidence you learn over repetition. And when it comes to an honest salesperson, I've said it many times, I want to treat people who I want to be treated. I'm not gonna sell you something to make a dollar if I don't think it's gonna benefit you. I value people's business. I don't need it is the way I approach sales. But if I think products genuinely not good, I'm not gonna sell it. Because I'm not comfortable with spending that money knowing that I did you a disservice when she said an honest sales person. She's seen me for, I was a national major at her company for many years. We've been very close friends. We started working together. She's seen every part of my career, she's seen my evolution in real estate. And, yeah, she's, very, she speaks very highly of me, which I'm very lucky to have such great people. But no one knows my business journey in real estate more intimately than Haley Ton for eight years I've been here for 20. I worked at my first job with her. I worked with her for four or five years. She's really seen me from a sales person to a national manager, CEO. She's seen all of them. That's a very good thing. So yeah, and I like to think a lot of people are. honest, and I like to see the best in people and in sales it gets a bad word, but I'm proud to be in sales. I love sales. I think it's a beautiful word, if it's used correctly, you can empower someone to make a decision and act and make money, you've done them a service, not a disservice. As long as you're selling a good product at the right price and people are making money. Now, if I'm selling things, people don't need. Charging ridiculous margins. I wouldn't feel so comfortable about myself. I do it. I can do that as good as anyone, in my opinion. I wouldn't.

Aleyx: 38:25

So it's about having that belief in yourself and the product or service that you're, selling really, you've got

Chris: 38:31

the best way to know if someone does have the product or service. Do you personally own what you sell? Do you buy at the same price? Do you use the same builders? So I, did an experiment and I was buying, when I, wrote about my book, the Ton Formula, when people saying, don't buy real estate, I believe in numbers. I'm a statistics man. I'm very left praying, very analytical. Numbers don't lie. People lie. Numbers don't. So I'm buying property after property using my methodology, and I bought over 17 properties in three years. You using the Revon formula? And I documented the whole thing. So when I speak on stage, I. This is what I bought. These are the entities. This is how much I made. This is how I did it. This is what I'm teaching you. So I'm writing a book and saying that this is really good and it works. Hey, but here's eight and a half million reasons why it works, and I've invested in it too. Here it is. I don't just say it, I live and breathe it. very easy to sell something when you believe it to your core. But if I'm looking at a project that I wouldn't buy myself, that my team wouldn't buy, wouldn't sell to my family, I'm not gonna sell it to my clients. Makes sense because I'm not gonna see them again. Although I won't make as much money. Why would I in good consciousness do that now? Do I sell some properties that perform better than others? Sure, no one's got a crystal ball. But I do my best to do my due diligence and to ensure that I'm getting the best possible advice with the up-to-date knowledge as I can with independent research attached to my own, but underpinned with would I personally buy it. Now the best way to say yes is to show you, Hey, by the way, would you like to look at this property here? I'm your next door neighbor. My family owns this one. They go, ah, okay.

Aleyx: 40:12

Yeah, it makes a lot of sense. we're almost go coming towards the end of this, Chris, and what I'm, I love to do is a little quick fire round with everyone so you can either answer pass or throw it back, back at me. So how often do you say Serenity now in the, in a week.

Chris: 40:33

not often. I don't say it often. I press the button. Used to say it a lot more. Not many times

Aleyx: 40:38

What's something small that drives your OCD brain mad at work?

Chris: 40:43

my brother. He comes in and he puts all the trophies cooking and it moves things out or touches stuff. Things aren't straight, so the bottles aren't looking forward. So there's a few things. Yes.

Aleyx: 40:55

Also, does he do that to you?

Chris: 40:56

Yeah. My cousin used to come from Cyprus, open my pantry and all my things so they're not straight like that. He would move to the side and I open the pantry and I kill him. My attention to.

Aleyx: 41:13

What was the last, thing you said to chatGPT?

Chris: 41:16

Nothing I don't

Aleyx: 41:18

You don't use it.

Chris: 41:19

I'm technically challenged.

Aleyx: 41:23

Oh, I, now use these got a, voice thing so you can actually just, speak to it. and it's probably getting a bit unhealthy actually. I should probably stop. what's one thing about you that we genuinely surprise people?

Chris: 41:40

I wouldn't know the answer to that. I'm an open book. the good, bad and the ugly, I can discuss confidently because it is who I am. I wouldn't know. I wouldn't know, like everything. I haven't gambled for eight years. I used to gamble for 25 years since I was 13. I don't know. I'm open books. I wouldn't know people that have known me for, I go through phases. If you haven't met me in six months, I'm a new person. My core values, the beliefs are the same as a kid, but I'm always evolving and growing.

Aleyx: 42:12

Yes. on that, that, one, I have heard your very interpersonal development and you read a lot, as you can see. I do too. What's, what's the best personal development or business book that you've read recently?

Chris: 42:27

it depends on different genres. I love stoicism and mindset for business. One of the early ones was Think and Grow. Rich. Rich Dad pulled that by Kawasaki. Ray Dalio principles. I love anything to do with mindset and I, like how people think and how they problem solve. So there's so many. It depends on, I think depends what genre you're into. Sale business, all my books are self-help books. So currently sitting six months in, I've listened to and completed 72 books this year so far already. I read and listen to'em'cause of my ADHD. So I buy the hard copy and I buy the audio version. I put it in so it's being read to me. I'm reading it so I can visually see it and hear it at the same time. So I, and I'll do one to four hours almost every day of reading

Aleyx: 43:18

One to four hours. Wow. How do you find the time?

Chris: 43:22

the weekend. I'll do that.

Aleyx: 43:25

Yeah. Wow.

Chris: 43:28

Yeah. on the weekends I'll read one or two books if I can. If I don't have my kids, I just, I make the time. It's I enjoy it. It's not really, oh, no, I've gotta do this. I'm actually looking forward to the time I read.

Aleyx: 43:41

Yeah. Lovely. I'm a big reader myself. I've got two young kids, so I find, my old read when I go to bed, but I find I read about two pages and then fall asleep. it takes me a while to get through books these days.

Chris: 43:56

If you buy the audio and the book, it's getting read to you while you're reading it and you can absorb the content better. So I'm listening to it at 1.8 now. So a six cell book, I like four hours.

Aleyx: 44:08

Yeah, I'm gonna try that. Thank you. Alright. Thank you Chris. You've been, amazing just, I always love to just. Ask one for the listeners at the end, something that you can pass on to the listeners. So from everyone that I spoke to said, you're obviously not afraid to evolve. You surround yourself with mentors and you listen, and you create space for people to grow. So what would you say to a leader or listening now who might be feeling stuck, like they've plateaued or that they're doing it alone? what advice would you give them?

Chris: 44:42

That's an easy one. Get good people around you. Find a mentor that inspires you, leads the way you want to lead, that has the same moral compass as you, your journey, even though you are a CEO. join a networking group like Club or United Business. I'm a member there. There's a lot of great people that are willing to share knowledge with you and that's gonna actually transcend into your team. It's actually a good thing. But I've been there before and I've been a little bit plateaued. Yeah. I've just quickly snapped out of it by going and having a conversation with someone. people that are smarter, better, and more efficient at business than yourself.'cause that's gonna elevate your level. you become that person, please remember to give back to the person under you.'cause it always comes back in a cycle.

Aleyx: 45:31

Thank you so much, Chris.

Chris: 45:33

Thank you so much. I really enjoyed being on your podcast.

Aleyx: 45:36

Thank you.